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2014 OPEXENGINE OPERATING METRICS BENCHMARKS
SOFTWARE AND SAAS COMPANIES Average Recognized Revenue
INCOME STATEMENT AS A % OF TOTAL RECOGNIZED REVENUE Revenue Detail:
Perpetual License Software Revenue (excluding any SaaS revenue) Software as a Service Revenue
Services Revenue (Professional Services and Training, Excluding Maintenance) Maintenance Revenue
Other Revenue
Total Recognized Revenue
2013 over 2012 YTY Revenue Growth Rate
Total Bookings as a % of Total Recognized Revenue
Total Billings of Recurring Revenue as % of Total Recognized Revenue Total Billings of Recurring Revenue as % of Total Bookings
Calculated Billings (Recognized Revenue + Change in Deferred Revenue Between 2012 and 2013) as a % of Total Recognized Revenue
% of Recognized Revenue from direct sales
% of Recognized Revenue from indirect (channel) sales
% of Recognized Revenue from customers outside the United States % of 2013 Revenue from acquired company or companies
(where 2013 is first year included in company's revenue)
Profit Metrics (as a % of total recognized revenue)
Operating Income Net Income Before Taxes EBITDA
EBITDA (in dollars)
Gross Margin Percentage on Product Sales Gross Margin Percentage on Services Overall Gross Margin Percentage on all Sales
Cost and Expense Detail (as a % of total recognized revenue)
Cost of Products (including software as a service costs) Cost of Services
Total cost of revenue (cost of products + cost of services) Research & Development
Sales & Marketing Sales
Marketing
General & Administrative Total Expenses
OPERATING EXPENSES AS A % OF CALCULATED BILLINGS (Recognized Revenue + Change in Deferred Revenue between 2012 and 2013)
Cost of Products Cost of Services Cost of Total Revenue Research & Development Sales & Marketing Sales
Marketing
General & Administrative Total Operating Expenses
OPERATING EXPENSE DETAIL
RESEARCH & DEVELOPMENT EXPENSES
Total R&D Expenses (As a % of Total Recognized Revenue) R&D headcount
Total R&D Expense per R&D Employee
R&D Compensation & Benefits Expense (As a % of Total R&D Expenses) Total R&D Compensation & Benefits Expense per R&D Employee Percentage of R&D Expenses that Was Capitalized
SALES EXPENSES
Total Sales Expenses (As a % of Total Recognized Revenue) Sales headcount
Total Sales Expense per Sales Employee
Sales Compensation & Benefits Expense (As a % of Total Sales Expenses) Total Sales Compensation & Benefits Expense per Sales Employee
Total number of quota-bearing individual sales contributors as % of total sales headcount Total recognized revenue per quota-bearing individual sales contributor
Total Marketing Expenses (As a % of Total Recognized Revenue) Marketing headcount
Total Marketing Expense per Marketing Employee
Marketing Compensation & Benefits Expense (As a % of Total Marketing Expenses) Total Marketing Compensation & Benefits Expense per Marketing Employee
PROFESSIONAL SERVICES EXPENSES
Total Professional Services Expenses (As a % of Total Recognized Revenue) Professional Services headcount
Total Professional Services Expense per Professional Services Employee
Professional Services Compensation & Benefits Expense (As a % of Total Professional Services Expenses)
Total Professional Services Compensation & Benefits Expense per Professional Services Employee
CUSTOMER SUPPORT EXPENSES
Total Customer Support Expenses (As a % of Total Recognized Revenue) Customer Support headcount
Total Customer Support Expense per Customer Support Employee
Customer Support Compensation & Benefits Expense (As a % of Total Customer Support Expenses) Total Customer Support Compensation & Benefits Expense per Customer Support Employee
GENERAL & ADMINISTRATIVE EXPENSES
Total G&A Expenses (As a % of Total Recognized Revenue) G&A headcount
Total G&A Expense per G&A Employee
G&A Compensation & Benefits Expense (As a % of Total G&A Expenses) Total G&A Compensation & Benefits Expense per G&A Employee
COMPANY-WIDE EXPENSES - as % of Total Recognized Revenue
Total Company Compensation and Benefits (as a % of Total Recognized Revenue) Total Company Stock Option Expense (as a % of Total Recognized Revenue) Total Company Travel and Entertainment (As a % of Total Recognized Revenue)
Total IT Expenses - Including Communications and Email (As a % of Total Recognized Revenue) Total Facilities Expense (As a % of Total Recognized Revenue)
Average Total Legal Expense ($)
COMPANY-WIDE EXPENSES - as % of Total Expenses
Total Company Compensation and Benefits (as a % of Total Expenses) Total Company Stock Option Expense (as a % of Total Expenses) Total Company Travel and Entertainment (As a % of Total Expenses)
Total IT Expenses - Including Communications and Email (As a % of Total Expenses) Total Facilities Expense (As a % of Total Expenses)
Total Legal Expense (as a % of Total Expenses)
EMPLOYEE PRODUCTIVITY
Number of Employees (FTEs)
Anticipated growth in headcount during 2014 Recognized Revenue Per Employee
Calculated Billings Per Employee Bookings Per Employee
Total Expenses Per Employee Operating Expenses Per Employee Operating Income Per Employee EBITDA per Employee
Sales & Marketing Spend per Employee
Travel and Entertainment Expenses Per Employee
IT Expenses (including communications and email expense) Per Employee Facilities Costs Per Employee
Compensation & Benefits Expense Per Employee -Compensation & Benefits per North American FTE -Compensation & Benefits per FTE outside North America
RECOGNIZED REVENUE BY GEOGRAPHIC AREA (As a % of Total Recognized Revenue)
Americas EMEA Asia Pacific Total
BALANCE SHEET ITEMS
Cash & Cash Equivalents (As a % of Total Assets) Accounts Receivable (As a % of Total Assets) Deferred Revenue (As a % of Total Assets) Cash & Cash Equivalents (in Dollars)
Cash Flow
Net Cash from Operations (in dollars)
Net Cash from Operations as % of Recognized Revenue
Percent Change Between 2012 and 2013 Balance Sheet Items
Percent Change in Cash & Cash Equivalents Percent Change in Accounts Receivable Percent Change in Deferred Revenue Percent Change in Total Assets
PERFORMANCE MEASURES
Asset Turnover (Net Sales/Total Assets)
Return on Assets (Net Profit Before Taxes as a % of Total Assets) Accounts Receivable Days
KEY SAAS METRICS SaaS Revenue
Total Annual Recurring Revenue (ARR)
Change in Annual Recurring Revenue from 2012 to 2013 Monthly Recurring Revenue (MRR) as of December 31 2013
Change/Growth Rate in Monthly Recurring Revenue from Dec 31 2012 to Dec 31 2013
Customer Metrics
Number of Customers at end of 2013
Net percent change in the number of customers at the end of 2013 from 2012 Recognized Revenue per Customer
Average Monthly Revenue per Customer for Dec 2013 Average MRR per Customer
Average Customer's Total Lifetime Revenue
Customer Lifetime Value (CLV) (Average MRR per Customer x 60 x Gross Margin x Customer Renewal Rate)
Average Customer Acquisition Costs (CAC) per Customer in 2013 CLV/CAC Ratio
Months to Recover CAC: CAC/(Average MRR per Customer/Gross Margin%) Operating Expense per Customer
Average Cost of Service (platform, operations, customer support and maintenance) per Customer Average Contract Size During 2013, Excluding Prototypes
Number of Channel Partners
Percentage of customers that are $1 Billion + Enterprises
Churn Rates
Customer Retention Rate During Year
Dollar Renewal Rate During Year (As a % of Total $ Value Up for Renewal)
PAYMENT TERMS
If upfront payment is typically required from customers, how many months payment do you charge? Average Term of a Customer Contract in Months
HOSTING EXPENSES:
Third-party hosting expense (As a % of total hosting expense) In-house hosting expense (As a % of total hosting expense) Number of datacenters
Hosting expense per data center
OTHER INFORMATION
Number of years since company was founded
Dollar amount of investment capital taken over company's life